Webinar Resources

Session Q&A

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In the medical device, equipment and supplies (medtech) industry, collaborative partnerships between manufacturers and distributors are critical to market success.

Why do we spend so little time trying to manage and improve these relationships?

What can we do together to ensure that fewer partnerships fail?

What are the keys to success for driving sales growth through great partnerships?

In this webinar, our panel of industry experts will discuss how to create stronger, more successful partnerships in new and existing relationships.

Part 3 – Sales Expectations & Execution

  • Setting and agreeing upon reasonable quarterly sales expectations that are based in the reality of the product(s) and market dynamics
  • Executing sales and marketing projects together

Watch Part 1 – Contracts & KPIs

Watch Part 2 – Collaborative Proactive Relationships

Vince Morelli
Director, MED-RX® Brand Development
Canadian Hospital Specialties

Vince has over 30 years of executive level experience in medtech with Baxter, Allegiance, Cardinal Health and Invacare. Most recently, Vince served as Director of Business Development with Canadian Hospital Specialties, a leading manufacturer and specialty distributor. Vince has successfully launched products, built and managed manufacturer/distributor relationships, and established GPO and Shared Services Organization collaborations.

Mark Rathbone
Senior Director Indirect Markets – Medical Solutions
Cardinal Health, Europe

Mark has 38 years in the medical device industry working for companies like J&J, Baxter, Medtronic and latterly Cardinal Health. During that time, Mark has held local country and European leadership positions in Sales and Marketing. Over the last 7 years, Mark has been a Senior Director developing and managing the EMEA Indirect Markets for Cardinal Health.

Alana Rodgers
Sales Manager
Eakin Surgical

Alana has more than 15 years of experience in sales and global business expansion , with a career spanning various industries and countries. Currently Alana is the UK & International Sales Manager for Eakin Surgical Ltd, where she is responsible for growing and managing global sales channels, alongside maintaining and developing mutually beneficial relationships with their distributor network. She has an excellent track record in identifying and opening new international sales channels, navigating the strict medical device regulatory landscape, manufacturer / distributor relationships, and management of a global sales team.